How we do it
Throw away turmoil and catapult complacency. The Sales Whisperer™ will elevate your sales department (by raising the level of expectation of every member of the team) to get rid of complacency, and will calm the turmoil by holding everyone accountable by organizing along a set of uniform principles.

These higher standards will be applied to all members of the sales team - inside sales, outside sales, systems engineers, etc. By working on producers and managers concurrently, The Sales Whisperer™ delivers the greatest results to you, the business owner.

Reprioritizing the Roles of Sales Managers
Most sales managers are used incorrectly. From the perspective of The Sales Whisperer™ the most important role of the sales manager is recruiting. When a sales department is filled with energetic, ambitious sales people, sales soar and quotas are smashed. Once sales managers are recruiting regularly and effectively, they need to inspire and coach their sales team. They will receive relevant training on these areas, as well as accountability, motivation, and mentoring. The Sales Whisperer will institutionalize these attitudes so that they are consistently applied by the sales leadership team.

In some instances, sales are problematic due to the absence of a sales manager. The Sales Whisperer™ can be retained as an interim sales manager for your company. He will provide the services of a sales manager while also training your sales team and adding his skills to your search, screening, and training of the right candidate. This option can quickly turn around a dysfunctional sales department, lay the groundwork for future success, and deliver the most enduring results.

Redefining Sales
The role of sales professionals can likewise be seen from a single perspective. Sales teams usually think their role is to sell; according to The Sales Whisperer™, it is to continually prospect. Just as a constantly recruiting sales manager keeps the sales department vibrant, consistent, professional prospecting keeps good leads pouring in to a company. When working with your sales team,Tthe Sales Whisperer™ will instill these habits, improving sales volume dramatically.

You may ask why we redefine the duties of each role to a single point. It is because everything else flows from these two sources. Yes, sales managers should motivate and mentor; they should have accountability practices in place; and yet if they are not recruiting, who will they have to coach? And if there are no sales people in the department, what good is it to hold an effective sales meeting? The same approach holds for sales people. Once they have prospects, then The Sales Whisperer™ methods for disqualifying leads, finding the decision maker, handling voice mail, and more become relevant for your sales team.

These shifts are profound, and once understood, become self-evident. You, as a business owner, may already be able to see how these changes will make a difference to your company. Sales will become the department that always has new blood racing to get in and start earning. Sales people will always have lots of prospects to close. With prospects to close and the sales people to close them, a major business tangle is resolved. With turmoil removed from sales, a major business distraction vanishes, allowing you to turn your attention to growing your business again.

(Would you like to read the details of each specific program? If so, have a look at the Sales Manager Excellence page, or the Sales Mastery page for a full curriculum.)

Sales Systems
The Sales Whisperer delivers a two tier program to train your sales professionals and sales managers. Once finished, all the people in these key roles work in a way that makes the department self-sustaining. From recruitment to prospecting, the sales cycle is designed to be self-renewing. Even when members of the sales team leave, new sales pros are met with a full, functional pipeline. This is as close to a start it and forget it system as you will ever find for your business.

In short, the Sales Whisperer will remove the turmoil and complacency in your sales department - if you will let him.

Are you ready to align sales into a productive, smooth running operation? Then contact the Sales Whisperer for a sales training package.

(The Sales Whisperer approach will work with your existing expenditures on programs like Salesforce.com, Miller-Heiman, Keep-In Touch, Blackberry, and others.)

E-mail: wes@thesaleswhisperer.com